|
|
|
Approaching Conflict (Unit #1)
|
|
|
1
|
8/24 (Sun)
|
|
Early-bird activities due by 11:59PM (midnight).
|
Early-bird activities due by 11:59PM (midnight).
|
|
|
8/25 (Mon)
|
Reading Questions.
Gray, Course Syllabus.
Optional: Gallo, “Why We Should Be Disagreeing More at Work”.
|
Hand to Hand.
|
Reading Questions.
Gray, Course Syllabus.
Optional: Gallo, “Why We Should Be Disagreeing More at Work”.
In-Class Activity: Hand to Hand.
|
|
|
8/27 (Wed)
|
Reading Questions.
de Montaigne, “One Man’s Profit is Another Man’s Loss”.
|
Oil Exports (in class).
Orientation due by 11:59PM (midnight). If you did all the early-bird activities, then you are already done with this too!
|
Reading Questions.
de Montaigne, “One Man’s Profit is Another Man’s Loss”.
In-Class Activity: Oil Exports.
Orientation due by 11:59PM (midnight). If you did all the early-bird activities, then you are already done with this too!
|
|
|
8/29 (Fri)
|
Reading Questions.
Hobbes, Leviathan.
|
|
Reading Questions.
Hobbes, Leviathan.
|
|
2
|
8/31 (Sun)
|
|
Self-reflection #1 due by 11:59PM (midnight). (Submit here!)
|
Self-reflection #1 due by 11:59PM (midnight). (Submit here!)
|
|
|
9/1 (Mon)
|
🛠 Labor Day 🛠
|
🛠 Labor Day 🛠
|
|
|
9/3 (Wed)
|
Reading Questions.
Optional: Pruitt & Kim, “Some Good News and Some Bad News About Conflict”.
|
Getzville Apartment.
Negotiation preparation #1 due by 12:00PM (noon). (Submit here!)
|
Reading Questions.
Optional: Pruitt & Kim, “Some Good News and Some Bad News About Conflict”.
In-Class Activity: Getzville Apartment.
Negotiation preparation #1 due by 12:00PM (noon). (Submit here!)
|
|
|
9/5 (Fri)
|
Reading Questions.
Pruitt & Kim, “Overview”.
Mnookin, Peppet & Tulumello, “The Tension Between Empathy and Assertiveness”.
Optional: Machiavelli, “Cruelty and Mercy. Is It Better to Be Loved Than Feared?”
|
|
Reading Questions.
Pruitt & Kim, “Overview”.
Mnookin, Peppet & Tulumello, “The Tension Between Empathy and Assertiveness”.
Optional: Machiavelli, “Cruelty and Mercy. Is It Better to Be Loved Than Feared?”
|
|
3
|
9/7 (Sun)
|
|
Self-reflection #2 due by 11:59PM (midnight). (Submit here!)
|
Self-reflection #2 due by 11:59PM (midnight). (Submit here!)
|
|
|
9/8 (Mon)
|
Reading Questions.
Pruitt & Kim, “Defining Components of Conflict”.
Pruitt & Kim, “Strategic Choice”.
|
|
Reading Questions.
Pruitt & Kim, “Defining Components of Conflict”.
Pruitt & Kim, “Strategic Choice”.
|
|
|
|
From Bargaining to Principled Negotiation (Unit #2)
|
|
From Bargaining to Principled Negotiation (Unit #2)
|
|
|
9/10 (Wed)
|
Reading Questions.
Optional: Galinsky, “Should You Make the First Offer?”
|
Halfa Degheim Complex.
Negotiation preparation #2 due by 12:00PM (noon). (Submit here!)
|
Reading Questions.
Optional: Galinsky, “Should You Make the First Offer?”
In-Class Activity: Halfa Degheim Complex.
Negotiation preparation #2 due by 12:00PM (noon). (Submit here!)
|
|
|
9/12 (Fri)
|
Reading Questions.
Shell, “Your Goals and Expectations”.
|
|
Reading Questions.
Shell, “Your Goals and Expectations”.
|
|
4
|
9/15 (Mon)
|
Reading Questions.
Shell, “Opening and Making Concessions”.
Optional: Peck, “What Do You Think You Should Be Paid?”
|
|
Reading Questions.
Shell, “Opening and Making Concessions”.
Optional: Peck, “What Do You Think You Should Be Paid?”
|
|
|
9/17 (Wed)
|
Reading Questions.
Fisher, Ury & Patton, “Don’t Bargain Over Positions”.
Patton, “Building Relationships and the Bottom Line: The Circle of Value Approach to Negotiation”.
|
|
Reading Questions.
Fisher, Ury & Patton, “Don’t Bargain Over Positions”.
Patton, “Building Relationships and the Bottom Line: The Circle of Value Approach to Negotiation”.
|
|
|
9/19 (Fri)
|
Reading Questions.
Optional: Shell, “Exchanging Information”.
|
Border Dispute.
Negotiation preparation #3 due by 12:00PM (noon). (Submit here!)
|
Reading Questions.
Optional: Shell, “Exchanging Information”.
In-Class Activity: Border Dispute.
Negotiation preparation #3 due by 12:00PM (noon). (Submit here!)
|
|
5
|
9/22 (Mon)
|
Reading Questions.
Fisher, Ury & Patton, “Focus on Interests, Not Positions”.
Shell, “The Other Party’s Interests”.
|
|
Reading Questions.
Fisher, Ury & Patton, “Focus on Interests, Not Positions”.
Shell, “The Other Party’s Interests”.
|
|
|
9/24 (Wed)
|
Reading Questions.
Lax & Sebenius, “The Negotiator’s Dilemma: Creating and Claiming Value”.
|
|
Reading Questions.
Lax & Sebenius, “The Negotiator’s Dilemma: Creating and Claiming Value”.
|
|
|
9/26 (Fri)
|
Reading Questions.
Optional: Bazerman & Gillespie, “Betting on the Future: The Virtues of Contingent Contracts”.
|
Imperial Brewing Company.
Negotiation preparation #4 due by 12:00PM (noon). (Submit here!)
|
Reading Questions.
Optional: Bazerman & Gillespie, “Betting on the Future: The Virtues of Contingent Contracts”.
In-Class Activity: Imperial Brewing Company.
Negotiation preparation #4 due by 12:00PM (noon). (Submit here!)
|
|
6
|
9/29 (Mon)
|
Reading Questions.
Fisher, Ury & Patton, “Insist on Using Objective Criteria”.
Shell, “Authoritative Standards and Norms”.
|
Joint Venture Ultimatum.
|
Reading Questions.
Fisher, Ury & Patton, “Insist on Using Objective Criteria”.
Shell, “Authoritative Standards and Norms”.
In-Class Activity: Joint Venture Ultimatum.
|
|
|
10/1 (Wed)
|
Reading Questions.
Optional: Rawls, “Procedural justice”.
|
Lake Erie Cleanup.
Negotiation preparation #5 due by 12:00PM (noon). (Submit here!)
|
Reading Questions.
Optional: Rawls, “Procedural justice”.
In-Class Activity: Lake Erie Cleanup.
Negotiation preparation #5 due by 12:00PM (noon). (Submit here!)
|
|
|
10/3 (Fri)
|
Reading Questions.
Fisher, Ury & Patton, “What If They Are More Powerful?”
Shell, “Leverage”.
|
|
Reading Questions.
Fisher, Ury & Patton, “What If They Are More Powerful?”
Shell, “Leverage”.
|
|
7
|
10/5 (Sun)
|
|
Midterm course review due by 11:59PM (midnight).
|
Midterm course review due by 11:59PM (midnight).
|
|
|
10/6 (Mon)
|
Reading Questions.
Optional: Hewlin, “The Most Overused Negotiating Tactic is Threatening to Walk Away”.
|
Baranski Sports Club.
Negotiation preparation #6 due by 12:00PM (noon). (Submit here!)
|
Reading Questions.
Optional: Hewlin, “The Most Overused Negotiating Tactic is Threatening to Walk Away”.
In-Class Activity: Baranski Sports Club.
Negotiation preparation #6 due by 12:00PM (noon). (Submit here!)
|
|
|
10/8 (Wed)
|
Reading Questions.
Fisher, Ury & Patton, “Invent Options for Mutual Gain”.
|
Florence Mall Water Tower.
|
Reading Questions.
Fisher, Ury & Patton, “Invent Options for Mutual Gain”.
In-Class Activity: Florence Mall Water Tower.
|
|
|
10/10 (Fri)
|
Reading Questions.
Optional: Basu & Savani, “To Make Better Choices, Look at All Your Options Together”.
|
Buffalo Waterfront.
Negotiation preparation #7 due by 12:00PM (noon). (Submit here!)
|
Reading Questions.
Optional: Basu & Savani, “To Make Better Choices, Look at All Your Options Together”.
In-Class Activity: Buffalo Waterfront.
Negotiation preparation #7 due by 12:00PM (noon). (Submit here!)
|
|
8
|
10/13 (Mon)
|
🍁 Fall Break 🍁
|
🍁 Fall Break 🍁
|
|
|
|
From Principled Negotiation to Conflict Resolution (Unit #3)
|
|
From Principled Negotiation to Conflict Resolution (Unit #3)
|
|
|
10/15 (Wed)
|
Reading Questions.
Stone, Patton & Heen, “Stop Arguing About Who’s Right”.
|
|
Reading Questions.
Stone, Patton & Heen, “Stop Arguing About Who’s Right”.
|
|
|
10/17 (Fri)
|
Reading Questions.
Optional: Heffelfinger & Jackman, “Productive Conflict: How Leaders Stay Low on the Ladder of Inference”.
|
Let’s Go Hollywood!
Negotiation preparation #8 due by 12:00PM (noon). (Submit here!)
|
Reading Questions.
Optional: Heffelfinger & Jackman, “Productive Conflict: How Leaders Stay Low on the Ladder of Inference”.
In-Class Activity: Let’s Go Hollywood!
Negotiation preparation #8 due by 12:00PM (noon). (Submit here!)
|
|
9
|
10/20 (Mon)
|
Reading Questions.
Stone, Patton & Heen, “Don’t Assume They Meant It”.
|
|
Reading Questions.
Stone, Patton & Heen, “Don’t Assume They Meant It”.
|
|
|
10/22 (Wed)
|
Reading Questions.
Stone, Patton & Heen, “Abandon Blame”.
|
|
Reading Questions.
Stone, Patton & Heen, “Abandon Blame”.
|
|
|
10/23 (Thu)
|
|
UB Votes Candidate Forum: Amherst Town Superviser & Erie County Comptroller, 6:00PM to 8:00PM, Student Union Theater.
|
UB Votes Candidate Forum: Amherst Town Superviser & Erie County Comptroller, 6:00PM to 8:00PM, Student Union Theater.
|
|
|
10/24 (Fri)
|
Reading Questions.
Optional: Bowles & Thomason, “Using Research to Generate Advice for Women”
|
Monte Carlo.
Negotiation preparation #9 due by 12:00PM (noon). (Submit here!)
|
Reading Questions.
Optional: Bowles & Thomason, “Using Research to Generate Advice for Women”
In-Class Activity: Monte Carlo.
Negotiation preparation #9 due by 12:00PM (noon). (Submit here!)
|
|
10
|
10/27 (Mon)
|
Reading Questions.
Stone, Patton & Heen, “Have Your Feelings”.
Optional: Mlodinow, “What We Get Wrong About Emotions”.
Optional: Zomorodi, “A Neuroscientist’s Guide to Managing Our Emotions”.
|
|
Reading Questions.
Stone, Patton & Heen, “Have Your Feelings”.
Optional: Mlodinow, “What We Get Wrong About Emotions”.
Optional: Zomorodi, “A Neuroscientist’s Guide to Managing Our Emotions”.
|
|
|
10/29 (Wed)
|
Reading Questions.
Fisher & Shapiro, “The Big Picture”.
Optional: Sutherland, “What Shamu Taught Me About a Happy Marriage”.
Optional: Hamilton, “Calming Your Brain During Conflict”.
|
|
Reading Questions.
Fisher & Shapiro, “The Big Picture”.
Optional: Sutherland, “What Shamu Taught Me About a Happy Marriage”.
Optional: Hamilton, “Calming Your Brain During Conflict”.
|
|
|
10/31 (Fri)
|
Reading Questions.
Fisher & Shapiro, “Respect Autonomy”.
|
|
Reading Questions.
Fisher & Shapiro, “Respect Autonomy”.
|
|
11
|
11/3 (Mon)
|
Reading Questions.
Fisher & Shapiro, “Build Affiliation”.
|
|
Reading Questions.
Fisher & Shapiro, “Build Affiliation”.
|
|
|
11/5 (Wed)
|
Reading Questions.
Optional: Shell, “Psychological Strategies for Building Working Relationships”.
|
Buffalo Niagaras.
Negotiation preparation #10 due by 12:00PM (noon). (Submit here!)
|
Reading Questions.
Optional: Shell, “Psychological Strategies for Building Working Relationships”.
In-Class Activity: Buffalo Niagaras.
Negotiation preparation #10 due by 12:00PM (noon). (Submit here!)
|
|
|
11/7 (Fri)
|
Reading Questions.
Stone, Patton & Heen, “Ground Your Identity”.
|
|
Reading Questions.
Stone, Patton & Heen, “Ground Your Identity”.
|
|
12
|
11/10 (Mon)
|
Reading Questions.
Optional: Stone & Heen, “Separate Appreciation, Coaching, and Evaluation”.
|
Walleye Pro Shop.
Negotiation preparation #11 due by 12:00PM (noon). (Submit here!)
|
Reading Questions.
Optional: Shell, “Relationships”.
In-Class Activity: Walleye Pro Shop.
Negotiation preparation #11 due by 12:00PM (noon). (Submit here!)
|
|
|
11/12 (Wed)
|
Reading Questions.
Fisher & Shapiro, “Acknowledge Status”.
Optional: Mahuad, “On Using These Ideas in the ‘Real World’”.
|
|
Reading Questions.
Fisher & Shapiro, “Acknowledge Status”.
Optional: Mahuad, “On Using These Ideas in the ‘Real World’”.
|
|
|
11/14 (Fri)
|
Reading Questions.
Fisher & Shapiro, “Choose a Fulfilling Role”.
|
|
Reading Questions.
Fisher & Shapiro, “Choose a Fulfilling Role”.
|
|
13
|
11/16 (Sun)
|
|
Self-reflection #3 due by 11:59PM (midnight). (Submit here!)
|
Self-reflection #3 due by 11:59PM (midnight). (Submit here!)
|
|
|
11/17 (Mon)
|
Reading Questions.
Stone, Patton & Heen, “What’s Your Purpose?”
|
|
Reading Questions.
Stone, Patton & Heen, “What’s Your Purpose?”
|
|
|
11/19 (Wed)
|
Reading Questions.
Stone, Patton & Heen, “Getting Started”.
Optional: Manzoni, “A Better Way to Deliver Bad News”.
|
|
Reading Questions.
Stone, Patton & Heen, “Getting Started”.
Optional: Manzoni, “A Better Way to Deliver Bad News”.
|
|
|
11/21 (Fri)
|
Reading Questions.
Stone, Patton & Heen, “Learning”.
Optional: Abrahams & Groysberg, “How to Become a Better Listener”.
Optional: Itzchakov & Kluger, “The Power of Listening in Helping People Change”.
Optional: Epley, “Invisibilia: We all think we know the people we love. We‘re all deluded”.
Optional: Navanayagam, “Listening”.
|
|
Reading Questions.
Stone, Patton & Heen, “Learning”.
Optional: Abrahams & Groysberg, “How to Become a Better Listener”.
Optional: Itzchakov & Kluger, “The Power of Listening in Helping People Change”.
Optional: Epley, “Invisibilia: We all think we know the people we love. We‘re all deluded”.
Optional: Navanayagam, “Listening”.
|
|
14
|
11/24 (Mon)
|
Reading Questions.
Fisher & Shapiro, “Express Appreciation”.
|
Gratitude Tree.
|
Reading Questions.
Fisher & Shapiro, “Express Appreciation”.
In-Class Activity: Gratitude Tree.
|
|
|
11/26, 28
|
🦃 Thanksgiving Break 🦃
|
🦃 Thanksgiving Break 🦃
|
|
15
|
12/1 (Mon)
|
Reading Questions.
Optional: Stone, Patton & Heen, “Expression”.
Optional: Babcock & Laschever, “Why You Need to Ask”.
|
Leadership House.
Negotiation preparation #12 due by 12:00PM (noon). (Submit here!)
|
Reading Questions.
Optional: Stone, Patton & Heen, “Expression”.
Optional: Babcock & Laschever, “Why You Need to Ask”.
In-Class Activity: Leadership House.
Negotiation preparation #12 due by 12:00PM (noon). (Submit here!)
|
|
|
|
Managing Difficult Situations (Unit #4)
|
|
Managing Difficult Situations (Unit #4)
|
|
|
12/3 (Wed)
|
Reading Questions.
Fisher, Ury & Patton, “What If They Use Dirty Tricks?”
|
|
Reading Questions.
Fisher, Ury & Patton, “What If They Use Dirty Tricks?”
|
|
|
12/5 (Fri)
|
Reading Questions.
Fisher, Ury & Patton, “What If They Won’t Play?”
Stone, Patton & Heen, “Problem-Solving”.
|
|
Reading Questions.
Fisher, Ury & Patton, “What If They Won’t Play?”
Stone, Patton & Heen, “Problem-Solving”.
|
|
16
|
12/7 (Sun)
|
|
Self-reflection #4 due by 11:59PM (midnight). (Submit here!)
|
Self-reflection #4 due by 11:59PM (midnight). (Submit here!)
|
|
|
12/8 (Mon)
|
Reading Questions.
Salacuse, “Real Leaders Negotiate”.
|
|
Reading Questions.
Salacuse, “Real Leaders Negotiate”.
|
|
|
12/9 (Tue)
|
|
Official UB course evaluations due by 11:59PM (midnight).
|
Official UB course evaluations due by 11:59PM (midnight).
|
|
17
|
12/15 (Mon)
|
Final activity (laptops will be useful!) from 11:45AM to 2:45PM
Reading Questions.
Schelling, “Tacit Coordination (Common Interests)”.
|
Making Contact.
|
Final activity (laptops will be useful!) from 11:45AM to 2:45PM
Reading Questions.
Schelling, “Tacit Coordination (Common Interests)”.
In-Class Activity: Making Contact.
|
